What would happen to you, as a dealer-manager- salesperson, if you were able to hold more gross? Would life be a lot easier for you? Have you been brainwashed to believe that you can’t hold gross? Who did it to you? Six Car Sammy, Seven Car Stephanie, or Eight Car Eddie? The reason why you can’t hold gross is so simple!
It’s because you don’t have the skills to hold gross, and the only way to hold gross is to having great selling skills or by marking your cars up so high that by default you can claim gross. However, high mark-ups won’t work today. This info-overloaded, one-click, downloadable generation is just to smart aren’t they
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If you’re a new car dealer and you have Bobby Big Mouth come in and say, I want to see your invoice or cost, you show him and Bobby says, “That’s not a real invoice”. Well Bobby, what the heck do you think we have in the back, a counterfeit invoice printer? Gee, its getting tougher, isn’t it? What is the secret to holding more gross? You develop people skills, from the desk on down. If your desk has only 3 legs, you probably won’t hold gross. If you’re salespeople are better at working the desk than the customer, you have a weak desk. Sorry, truth matters here. I am not saying you have to run your dealership like the military would run their elite force, but somehow I can’t imagine the private, telling Sgt. Discipline how he would like to see the drills run. Yeah right, the private will earn his stripes, but most likely they will be prison stripes. |
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So, how do you gain control of more gross? Admit there is a problem; then find help on how to solve the problem. Let me give you some of my best tips to holding more gross. Here are George’s Dirty Dozen to holding gross tips:
There you have it, twelve great tips on how to hold more gross. Skills determine your success – or lack thereof. Don’t go around your dealership and say blatant things like, “Well, that is all they pay around here!” Whoa Trigger. That’s all you’re worth; if you want to be worth more, develop the skills to get more. So simple, yet hard to grasp for most. People always want to do things the easy way. If so, buy a lottery ticket: small investment, huge return. Nice concept though unfulfilling. Tear this article out and paste it up where you can see it everyday for the rest of the month. Good in, good out; bad in, who knows what comes out.
Vol 3, Issue 11
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